The B2B buying game has changed.
How does your sales approach stack up?
Now more than ever sales organizations must know their customers and more quickly demonstrate how their solutions align with customers’ goals and strategies.
Dr. Stephen Timme
President & Founder, FinListics Solutions
Former VP of Global Operations at AT&T
Managing Partner at Cagle Consulting Partners
Videos that help deal teams harness the power of value selling.
The larger your deal and enterprise, the more people are involved in making a buying decision; there isn't one 'executive buyer' anymore - they want their team on board before taking any action.
Inflation and the threat of an economic downturn have caused many C-suite executives to reexamine their budgets and put spending constraints and cuts in place to control costs and preserve margins.
Learn the secrets of how advanced-level sellers conduct account research and planning and use it to align their solutions with a prospect’s business performance goals.
Our research reveals that only 25% of sales organizations can align their solutions with their customers’ problems. Learn the key elements of successful, problem-solving sales organizations.
At FinListics, we focus on helping sellers get to the level of being trusted advisors. And where we start is by talking about the ABCs of Insight-Led Selling. The A? You guessed it! It’s Adopting an Executive Mindset.
Industry knowledge is a foundation on which to build credibility with executives. Learn what sellers need to know about their customer’s industry – business and technology trends, risks, and financial performance.
We interviewed 20+ executives when writing our book Insight-Led Selling. What did they all have in common? They want sellers to tell them something they don't already know about their business, and how their solution can help. In this video, Stephen covers three things to consider when meeting with an executive to move the deal forward.